Topline CRO Kevin "KD" Dorsey on creating, developing, and deploying playbooks
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Oct 2, 2024 Kevin “KD” Dorsey, CRO of Finally, shares his wealth of experience in building startup sales teams. He emphasizes the importance of comprehensive sales playbooks, breaking them down into five key pillars: people, prospects, problem, process, and product. KD discusses innovative onboarding strategies to enhance engagement and retention, as well as effective sales performance techniques. He also highlights the shift in leadership dynamics, urging leaders to document best practices while tailoring their approach to individual team members.
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Playbooks for Success
- Document your best practices in a playbook to scale success.
- This allows for consistent execution and effective coaching.
Five P's of Playbooks
- KD's sales playbooks cover five key pillars: people, prospects, problem, process, and product.
- This framework ensures comprehensive documentation of best practices.
Playbook Importance
- Use playbooks to define best practices, enable scaling, and facilitate coaching.
- Without a playbook, success is random and greatness cannot be scaled.